How to win any negotiation: summary of “Getting to Yes” by William Ury

I listened to Getting to Yes by William Ury who is probably the most recognized negotiations expert few months ago.

If you never heard about William Ury, short TED talk might be the best way to get to know about his impressive career:

And here are the notes that I wrote down while reading it. Probably they will be of some use for you as well:

1. Always set a goal of negotiation form the very beginning: “You want to sell at the higher price and I want to buy at the lower price. Let’s find the fair price that can both agree upon.”
2. Always try to understand interests behind a position. How did you arrive at that price? Why do you consider it just?
3. Always repeat the position of another side: “Correct me if I’m wrong. Do I understand correctly that you consider this price to be just because…”
4. Always set a principle, external standard to judge the agreement. E.g. fair solution.
5. Separate a person from a problem. “We are very grateful for everything you did for us but it’s very important for us to arrive at the fair solution.”
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Business model generation

Business model generation book that I’m currently reading is a brilliant example of how complicated topic can be structured and explained visually so simple that even a kid would understand it.

Here is the 72 pages free preview of the book provided by businessmodelgeneration.com.

CONS
It should be noted that it doesn’t go into much deep granularity level, doesn’t give you numbers, formulas or ready-to-use solutions.

PROS
However, it does give you food for thought, important questions to ask and what’s more even more important a great thinking framework that can also be used for brainstorming and collaboration.

Available on Amazon.

Superfreakonomics review

Book with a stupid name Superfreakonomics by Steven Levitt & Stephen Dubner appeared to be quite surprisingly interesting and was listened on my way to work and back home in a week or so. I would probably even say that the sequel is better than the first book – Freakonomics.

Authors position themselves as economists doing research into non-conventional topics. However, I feel that it would be more appropriate to say that book is in the sociology field. Yes, individual & group level economics is often discussed, usually through the prism of decision-making. But in overall it’s more about psychology.

Topics covered are global warming (or cooling?) & ecology, technological & scientific breakthroughs, economics of prostitution, algorithmic search for potential terrorists based on banking activity and human altruism which is covered in more details in video below. In other words, as authors confess themselves, there is no uniting topic.

Superfreakonomics

Superfreakonomics is full of curious facts. For instance, you have statistically higher chances to get into trouble if you walk home drunk then if you drive home drunk.

All topics are presented as stories revolving around particular characters and therefore easily digested. One of the main lessons sounds quite banal and generic: “people respond to incentives, sometimes unpredictably”. However, we forget about it more often than we’d like to think.

You might use this RSA video made from co-author’s speech as a trailer of some sort:

Update 2010.09.22: It turns out they make a movie based on the first book! Trailer is below:

Review of awesome My Stroke of Insight by Jill Bolte Taylor

Finished listening to My Stroke of Insight by neuroanatomist Jill Bolte Taylor today. It appeared to be as interesting as I expected, so I’d like to share it with you.

Jill is a Harvard PhD who built a highly successful career in science. Everything went just perfect till the moment when she got a stroke on one of her mornings. As a result, she lost almost all of her cognitive and physical skills, but survived. Moreover, eventually she finally recovered which took more than 8 years. Step be step she learned everything: from speech recognition, to walking and reading.

Jill Bolte Taylor

The Book tells her personal story and gives a basic understanding of our brain. According to author our brain functions can be separated by hemispheres: left and right. Right one lives in a present moment and is responsible for our sensory feelings, intuition, and perception of universe as a whole. Left one in turn is our rational mind, future planning, past evaluation, speech, critical thinking, etc.

After the stroke Jill lost functions of left hemisphere. The most interesting part is that despite the loss of cognitive functions, she describes her experience with sincere rapture. She emotionally tells us about feeling of “deep inner piece and bliss” and expresses ideas that I highly connected with a topic of mindful meditation that kind of follows me last month. BTW, here are two awesome Google Talks about it: first, second. I even decided to listen to book of the latter one, but that’s a separate story.

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